Are you tired of leaving voicemail after voicemail?
No one returning your calls?
“I have tried calling this person 5 times and I can’t get through.”
“How can I sell something when I am not talking to anyone?”
That’s right. You can’t sell if you are not talking to anyone. It’s time to take action. This dilemma is a common one these days, people are just too busy to be on the phone. If it can go to email or voicemail, they let it go so that they can prioritize their needs better.
But how do you form a relationship with a prospect if you cannot talk to that person? Remember that sales is a puzzle waiting to be solved. Trying different approaches with different people can get you farther.
5 Tips To Get Prospects To Pick Up The Phone:
Here are a few things to try:
1. Call at varied times of the day. Not getting through during normal business hours then try first thing in the morning before 8:30am or right after business hours end. Many prospects are so busy handling their daily business during regular hours that even though they want to talk to you, they just have not had time. Persistence and varied call times may be the key.
2. Get their attention through Social Media or Email. Interact with the prospect via social media or email to get the conversation going.
Connect on LinkedIn. Check out their profile page so that your name pops up in their views. Later when you call, they know that they know you but maybe don’t know why – so they accept the call.
Send an email that you have been trying to get in touch with them and only need 3 minutes of their time. For some, knowing the expectation up front of a quick phone call upfront helps it become more of a priority.
3. Double Dial. If you did not get them on the phone the first time, call them right back.
Maybe they were just finishing up talking with someone or just getting back from a meeting, or had stepped out of their office for a moment. By hanging up and calling right back sends a stronger message of urgency and that you would really like to speak with them. You have something important to talk about so send that message.
4. Leave an Intriguing VoiceMail Wait – Should I be leaving a voicemail?
Be a person that they want to talk to. Leave an intriguing voicemail. Be a little vague. Use their first name in the message like speaking to a friend. Say “just had a quick question” or “(name drop casually a senior executive or someone else in the office) sent me over in your direction to ask you a quick question. Give me a call when you have a chance at 123-1234 or my cell 456-4567. Look forward to hearing from you.”
According to Vorsight, this technique has gotten them about 35% more call backs. That is 35% more people that you are actually speaking to! If you leave 50 voicemails and receive 17 call backs – that is 17 people that you get to have an actual conversation with!
5. Call a Direct Line If you only have the main office number to begin with and you get transferred into voicemail each time. Call and ask for sales or accounting so that you can speak with a person. Then ask them to transfer you to who you wish to speak to, and before they transfer you ask for their direct line in case you get cut off. Now you have a direct line for future use. When you call a phone direct, it is more likely to be answered.
Remember persistence is key to all sales. If at first you do not succeed, try and try again.
